Professional Services Marketing

A proven approach to revenue-generating marketing and client development

Professional Services Marketing is a fully field-tested and research-based approach to marketing and client development for professional services firms. The book, now in its Second Edition, covers five key areas that are critical for firms that want to grow and become more profitable: creating a marketing and growth strategy; establishing a brand and reputation; implementing a marketing communications program; executing lead generation strategies; and developing business by winning new clients. You will also read real-world case studies that illustrate major points, as well as quotes and stories from well-respected professionals in the industry.
* The Second Edition features new research and updates throughout, including new chapters on social media and online marketing, as well as new case studies and interviews
* Authors Mike Schultz and John E. Doerr are the coauthors of the Wall Street Journal and Inc. Magazine bestseller Rainmaking Conversations and Professional Services Marketing; Lee W. Frederiksen is coauthor of Online Marketing for Professional Services
* Will be widely promoted via multiple online routes and direct mail marketing

Firms of any size can use this proven approach to marketing and client development to attract new clients and grow their professional service businesses.

Acknowledgments ix
Introduction 1
Part I Strategy and Planning 5
Chapter 1 What Marketing Can Do for a Firm 7
Chapter 2 Marketing Planning 23
Chapter 3 Keys to Building a Terrible Marketing Strategy 37
Chapter 4 The Seven Levers of Lead Generation and Marketing Planning 43
Chapter 5 How to Think about Fees and Pricing 55
Chapter 6 Don't Worry about Your Competition (Let Them Worry about You) 69
Part II Focus on Branding 79
Chapter 7 Brand-What It Is; Why Bother 81
Chapter 8 Three Elements of Well-Crafted Brand Messaging 93
Chapter 9 Uncovering Your Key Brand Attributes 107
Chapter 10 Your Firm, Your Brand 123
Chapter 11 RAMP Up Your Brand 137
Chapter 12 Differentiating Your Firm 147
Chapter 13 Building Brand and Marketing Messages 157
Chapter 14 On Becoming a Thought Leader 167
Part III Generating and Nurturing Leads 181
Chapter 15 Content Marketing 183
Chapter 16 Marketing Communications and Lead Generation Tactics 195
Chapter 17 Introduction to Lead Generation 241
Chapter 18 Value and Offers in Lead Generation 249
Chapter 19 The Case for Sustained Lead Generation and Relationship Nurturing 257
Chapter 20 Targeting 271
Part IV Making the Sale 281
Chapter 21 RAIN Selling 283
Chapter 22 Creating Essential Relationships 297
Chapter 23 Building a Culture of Business Development Success 311
Chapter 24 Selling with Hustle, Passion, and Intensity 323
About RAIN Group 329
About RainToday. com 331
About Hinge 333
About the Authors 335
Index 339